Developing a systematic approach to cultivating demand for its products and services is a key step in the evolution of every successful organization. Many early-stage leaders long for a silver-bullet solution; that is, they look to hire someone with a lot of contacts and an extroverted personality to hit the market and drum up demand. Such efforts usually fail.
Leaders cannot count on building a scalable demand creation system by hiring one super-salesman after another. There are simply not enough to go around. A better strategy is to figure out for themselves how to create demand for their offerings and then hire and train others to follow their lead.
What follows is a sure-fire method for figuring out how to systematically turn prospects into customers that every executive, client manager, product manager, and sales professional can and should add to their tool set. It takes a lot of work to prepare properly and to execute well in a teaching-mindset, instead of a selling one, but those who are up to the task will be well-rewarded.
Step-1: Describe what you think your prospect is trying to accomplish.
Use all the data about a top prospect you can get your hands on to describe what problem they seek to solve that your organization can help with. Continue reading Five Steps to Convert a Prospect into a Sale